Storming The Industry With Zef Martinez
Zef Martinez shares his transition from a decade in sales to real estate, focusing on the emotional and financial triumph of first-time homeownership.
Zef Martinez
Specialty in First Home Buying
At a Glance
Archive Scoring
Introduction
The journey to homeownership is rarely just a financial calculation; it is a profound emotional milestone that marks a transition in a person’s life story. In this conversation, Zef Martinez reflects on the weight of that first key-turn, noting that his own experience buying a home was the catalyst for his professional pivot. He views real estate not as a series of transactions, but as a mechanism for providing others with the same stability and pride he found for his own family. This human-centric approach is built on the foundation of his extensive background in sales management, where he learned that the most effective tool in any negotiation is the ability to listen more than one speaks.
Zef explores the philosophy of adaptability, arguing that a great agent must be a mirror to their client’s needs. Whether a buyer is energetic and eager or quiet and conservative, the process requires a guide who can meet them where they are without a 'cookie-cutter' agenda. This flexibility is what allows Zef to bridge the gap for those who once felt homeownership was an unattainable reality. By focusing on education and empathy, he dismantles the barriers of intimidation that often keep renters trapped in cycles of rising costs and lack of equity.
The conversation also touches on the importance of generational wealth and the long-term impact of property ownership on a community. Zef posits that when people own their homes, they aren't just investing in four walls; they are investing in the neighborhood. This pride of ownership leads to better-maintained properties and stronger local bonds. For him, real estate is a stepping stone to a larger vision of financial independence and legacy-building, a perspective he brings to every client interaction.
Practicality meets psychology when Zef discusses the art of the sale, particularly the necessity of decluttering and 'de-personalizing' a space. He reflects on the irony of sellers who hide in bedrooms during showings, noting how these human quirks can disrupt the fragile process of a buyer envisioning their own future in a new space. By removing the 'clutter' of the previous owner’s life, both literally and figuratively, Zef helps create a blank canvas where a new family can begin to see their own roots taking hold.
Finally, the episode highlights the necessity of a cohesive team—the 'captain' agent, the reliable lender, and the efficient title company. Zef emphasizes that in a shifting market, speed and trust are the currencies that matter most. When a client feels they are being led by a synchronized team, the stress of the largest purchase of their life transforms into a structured path toward a goal. This dedication to process and people defines Zef’s mission to help renters transition into the stability of being homeowners.
Episode Overview
A detailed look at the topics, people, and context of this conversation.
In this episode of the 'From Rents to Roots' narrative, host Ryan Harding sits down with Zef Martinez, a rising force at Yutaki Real Estate with a deep-seated passion for the first-time buyer journey. Zef brings over a decade of sales and management experience to the table, offering a unique perspective on how listening and empathy serve as the primary drivers of successful real estate outcomes. His transition into the industry was fueled by his own milestone of homeownership, and he now dedicates his career to helping others achieve that same sense of accomplishment and financial security.
The discussion covers a broad range of topics essential for modern buyers, including the nuances of the current Utah market, the benefits of new construction incentives, and the strategic advantages of seller concessions. Zef provides a 'boots on the ground' look at how move-in ready homes continue to attract multiple offers, while homes needing minor aesthetic updates offer prime opportunities for negotiation. His advice is grounded in personal financial readiness rather than trying to perfectly time a volatile market.
Operating primarily out of West Jordan but serving a wide range of counties including Salt Lake, Davis, Utah, and Weber, Zef highlights the importance of working with a small, specialized brokerage. He explains how the tailored education and direct support from his brokers allow him to provide a higher level of service to his Sphere of Influence. The episode is a masterclass in the 'human side' of real estate, blending professional strategy with the heartfelt goal of building generational wealth.
Listeners will also gain insight into the practicalities of staging a home for sale, the importance of patience when answering the 'silly' questions of first-time buyers, and why Zef believes that despite higher interest rates, there is never a bad time to buy if the individual’s budget is sound. The tone is encouraging and pragmatic, aimed at empowering those currently renting to take their first steps toward owning their future.
Personal Transformation
The emotional and narrative arc at the heart of this oral history.
Zef Martinez describes a significant career pivot, moving from a decade-long, stable career in various sales management and door-to-door roles into the world of real estate. Despite having a secure job with great benefits, his own personal experience of buying a home as a major life milestone ignited a desire to help others achieve that same sense of accomplishment. This transformation was not just about changing industries but about aligning his professional life with his personal values regarding financial stability and the creation of generational wealth. By moving from a general sales environment to a specialized service role, Zef transitioned from simply selling products to facilitating life-altering financial decisions for families. He emphasizes that while he was 'financially stable' enough to make the jump, the real change was in his mindset: moving from a comfort zone of stability to the competitive, high-stakes environment of real estate where his success is directly tied to his ability to listen and empathize with first-time buyers.
Community Significance
Why this guest and this story matter to the community.
Zef’s story is significant to the homebuying community because it demystifies the barrier to entry for first-time buyers who may feel overwhelmed by the current market. By focusing on clients who didn't think homeownership was a reality for them, Zef highlights the educational role a realtor plays in the community. He advocates for the transition from renting—which he characterizes as throwing money away—to owning a home as a primary method for local residents to build equity and secure their financial future. This narrative serves as a beacon for renters who feel trapped by high costs, offering a roadmap for how to navigate the shift from being a tenant to being an owner. Furthermore, Zef's emphasis on helping those who may not be naturally gifted at money management suggests that homeownership acts as a forced savings vehicle that can stabilize families who might otherwise struggle with financial discipline. This perspective reinforces the idea that homeownership is not just a financial transaction but a community-building tool that fosters better-maintained neighborhoods and a more invested local citizenry.
"When I purchased a home it was a huge milestone. I want to be able to share that with anybody. When you're young and you get to buy your first home, it's an amazing feeling."
— Zef Martinez · 2:16
Key Themes & Life Lessons
The ideas that run beneath the stories — and what they teach about community, leadership, and belonging.
Transitioning from Renting to Homeownership
The Role of Empathy in Real Estate Sales
Utah Real Estate Market Trends
First-Time Homebuyer Education
Home Selling Preparation and Staging
Negotiation Strategies in a Shifting Market
The Importance of a Professional Real Estate Team
Wisdom & Life Lessons
A core lesson is the 'model home' approach to selling: depersonalize and declutter so that a buyer can see their own life in the space, rather than the seller's. Another critical insight is the psychological need for sellers to physically leave the home during showings to avoid creating awkwardness that might drive away potential buyers. Zef also warns against 'cookie cutter' approaches to clients, advocating for an adaptable communication style that meets the buyer where they are emotionally and intellectually. Finally, he stresses that there is never a 'bad time' to buy if the buyer is financially prepared, as rent offers no return while homeownership offers appreciation and peace of mind.
Key Takeaways
- 1Effective real estate agents prioritize listening over speaking to understand a client's true needs.
- 2Financial readiness, rather than timing the market, should be the primary driver for purchasing a home.
- 3New construction builders are currently offering significant incentives and money to move inventory.
- 4Home staging and decluttering are essential for sellers to help potential buyers visualize themselves in the space.
- 5A strong real estate team (agent, lender, title) ensures speed and efficiency for the client.
- 6Market adaptation is key in the current economy, as some homes still see multiple offers while others allow for price negotiation.
Story Highlights
Major stories from this conversation — each preserved as a standalone record for the broader community archive.
Zef Martinez reflects on his career trajectory, starting in diverse sales roles since 2010, including door-to-door and management. Despite having a very stable job with great benefits, he harbored a long-term desire to enter real estate. He waited until he was financially stable to make the jump in May, transitioning from the security of a paycheck to the performance-based world of real estate brokerage.
Emotional Significance
It represents the tension between the comfort of security and the drive for personal fulfillment and professional passion.
Why This Matters
It demonstrates that career changes into real estate are often driven by a genuine desire to help others rather than just seeking a different job.
Life Lesson
Financial preparation and timing are key when pursuing a passion that involves significant risk.
Transformation
Zef transformed from a stable corporate employee to an independent entrepreneur taking ownership of his own career path.
What It Reveals About Zef Martinez
He is calculated and responsible, valuing stability for his family while still being ambitious.
What It Reveals About the Community
The local market is seen as a land of opportunity for those willing to work hard and take calculated risks.
Community Value Preserved
The entrepreneurial spirit that defines the growth of the Silicon Slopes area.
For future generations: It serves as a blueprint for how to transition careers responsibly by building a financial foundation first.
Zef describes his own first home purchase as a massive milestone. He explains that this personal experience is the driving force behind his career, as he wants to recreate that feeling of accomplishment and security for young buyers who are navigating the transition from renting to owning.
Zef shares his favorite part of the job: working with clients who believed homeownership was impossible for them. He helps them move out of situations involving roommates or living with parents, guiding them through the process until they finally have their own keys and a place to call their own.
In a humorous and slightly awkward anecdote, Zef recounts a home showing where the seller remained in the house but tried to hide. Zef and his buyers toured the entire home, only to find the last bedroom door locked. They heard shuffling inside, realizing the seller was hiding in the room, which made the buyers so uncomfortable they wanted to leave immediately.
Zef shares his strategy from when he sold his own first home. He emphasizes 'de-personalizing' the space—removing family photos and clutter—to create a 'model home' feel. He explains that this allows a potential buyer to see themselves living in the home rather than feeling like a guest in someone else's life.
"Every day you learn something new... even if I already know something someone might know the same thing but they do it just a little bit different and that might be the piece that I'm missing."
— Zef Martinez · 8:15
Historical Preservation & Legacy
What this interview preserves about community history, cultural legacy, and intergenerational knowledge.
Preservation Value: High
This episode is highly valuable because it provides a snapshot of agent strategies during a significant market transition. Zef Martinez’s focus on the first-time buyer journey and his practical advice on staging and negotiation offer timeless educational value for the podcast's core audience.
Why This Episode Matters Historically
Historically, this episode captures a specific post-boom period in the real estate market (early 2023) where interest rates had risen, yet the market had not crashed. It serves as a primary source for understanding how real estate professionals and buyers adapted to a 'new normal' where negotiation, seller concessions, and builder incentives became vital tools again. This period is a distinct contrast to the hyper-competitive, 'no-concession' era of the preceding two years, providing historical context for how the market cycles back to a more balanced state. Additionally, the episode documents the geographical expansion of the Utah market, specifically mentioning burgeoning areas like Eagle Mountain and Tooele. This records the outward sprawl of urban centers during a time of high housing demand. It provides future historians with insight into the specific strategies used by agents to encourage homeownership during periods of economic uncertainty and fluctuating mortgage rates.
What Future Generations May Learn
Future generations of homebuyers may learn that the fundamental principles of real estate remain consistent regardless of market volatility. They will see that professional success is built on active listening and empathy, as Zef stresses the importance of understanding a client's 'why' before presenting a solution. This episode teaches that while market conditions like interest rates and prices change, the personal readiness of the buyer—their financial stability and long-term goals—is the most critical factor in deciding when to buy. They will also learn the practical value of 'sweat equity' and negotiation. Zef’s advice to look for homes that need minor work (paint, decluttering) to get a better deal is a timeless lesson in identifying value that others might overlook. Additionally, the episode highlights the importance of a cohesive professional team (lenders, agents, title) in ensuring a smooth transition into homeownership, a lesson that will remain relevant as long as the current legal and financial structures of property sales exist.
Community Memory Preserved
The episode preserves the memory of the early 2023 Utah housing market, specifically the return of 'seller concessions' and the increased reliance on new construction builder incentives to move inventory. It captures the local sentiment that homeownership is a 'huge milestone' for young people in the region, reflecting a deep-seated cultural value of property ownership.
Local Knowledge Preserved
Zef provides specific local insights into the Northern Utah market, covering Salt Lake, Utah, Davis, and Weber counties. He mentions the specific appeal of the West Jordan area and the growing viability of outlying communities like Eagle Mountain and Tooele, offering a snapshot of the regional real estate geography and the lengths agents will go to serve those areas.
Intergenerational Lessons
The primary intergenerational lesson is the focus on building 'generational wealth' through property. Zef also passes down the sales wisdom of 'listening more than speaking,' a soft skill that transcends industry. He emphasizes that learning is a constant, daily requirement, encouraging future professionals to attend masterminds and meetings regardless of their experience level.
Community & Cultural Insights
The episode reflects a Utah-specific real estate culture where buyers have high expectations for 'move-in ready' homes, yet there are opportunities for those willing to look at homes that need minor aesthetic work. It also reveals the social dynamics of the region, where word-of-mouth and personal networks (SOI) remain the primary source of business for local professionals, indicating a high level of community trust and interconnectedness.
Historical Context
The discussion takes place during a period of market adjustment following a massive real estate boom. Interest rates have risen compared to previous years, leading to a 'softer' market where buyers have more leverage to negotiate seller concessions, yet inventory remains tight enough to cause multiple offer situations on move-in-ready homes. This reflects the specific resilience of the Utah market compared to national trends. Zef Martinez discusses entering the industry in early 2023, a time when many agents were exiting due to market cooling. His background in sales spanning back to 2010 provides a long-term perspective on customer service and persistence through different economic cycles.
Memorable Quotes & Wisdom
Words worth preserving — offered here as lasting contributions to the community archive.
"When I purchased a home it was a huge milestone. I want to be able to share that with anybody. When you're young and you get to buy your first home, it's an amazing feeling."
— Zef Martinez
2:16
Connects with the core aspiration of many first-time buyers who view homeownership as a major life achievement.
Emphasizes the emotional and psychological significance of the transition from renting to owning.
"I think number one is listening more than you know speaking. You need to understand what your client is looking for... help them find a solution to that problem or concern."
— Zef Martinez
3:43
Builds trust with listeners who may be intimidated by the sales aspect of real estate.
Highlights the service-oriented nature of real estate where empathy is a key differentiator.
"My other favorite part is when I help someone that maybe didn't think buying a home was a reality for them... and boom they're in their new home and they don't have to rent or live with roommates."
— Zef Martinez
4:54
Offers hope to individuals struggling with the high costs of renting or crowded living situations.
Demonstrates the life-changing potential of professional guidance for those previously discouraged.
"I don't think if you're in your range and you've budgeted correctly there's never going to be a bad time to buy a home because you're not throwing your money away with rent—you're actually going to be appreciating every year."
— Zef Martinez
5:43
Provides financial logic for buyers who are hesitant due to interest rates or market fluctuations.
Arguments for homeownership as a wealth-building tool regardless of current market timing.
"It's your own... you get to call that your own place you don't have to worry about dealing with landlords. It just gives you peace of mind."
— Zef Martinez
5:51
Resonates with renters who are tired of landlord restrictions and lack of autonomy.
Identifies the intangible benefit of stability and control that comes with ownership.
"I can adapt to any style. If I have someone that's really quiet and conservative I can adapt to that. If that's someone that's super energetic we can meet that too."
— Zef Martinez
6:38
Encures potential clients that their specific communication needs will be met.
Underlines the importance of personality matching between agents and buyers.
"Every day you learn something new... even if I already know something someone might know the same thing but they do it just a little bit different and that might be the piece that I'm missing."
— Zef Martinez
8:15
Indicates that the agent is staying informed to better serve the community.
Shows a commitment to professional growth and refinement of the home-buying process.
"I've been working with a lot of first-time homebuyers and they have a lot of questions... I answer their questions in a way that makes them feel comfortable to ask another question."
— Zef Martinez
9:02
Specifically addresses the anxiety many first-time buyers feel regarding their lack of knowledge.
Recognizes that the complexity of buying a home requires a safe space for learning.
"Having just a strong team or a go-to person for every single situation is going to give you that speed and efficiency. For a client that's huge."
— Zef Martinez
9:57
Assures listeners that the logistical burden is handled by a competent team.
Explains that a successful purchase depends on a network of professionals (lenders, title, agents).
"Homes that maybe need a little bit of work, maybe just some paint... those are the homes that sit a little bit longer and those are the ones we can negotiate and get a better deal on."
— Zef Martinez
12:43
Provides a actionable tip for budget-conscious buyers looking for sweat equity opportunities.
Offers a practical strategy for finding value in a competitive market.
"If you set the price right, if you stage the home correctly, you make it look as nice as you can—you're going to have no issues."
— Zef Martinez
13:15
Helpful advice for those looking to sell their current home to move up to their next property.
Simplifies the selling process into controllable factors like pricing and presentation.
"We can never really plan when the market's going to do what. Look at your pros, look at your cons. If your pros outweigh your cons, then we can move forward."
— Zef Martinez
14:19
Encourages personal accountability and practical assessment over market fear.
Shifts the focus from predicting the market to individual decision-making logic.
"I want to help as many first-time home buyers as I can because rents are so high... if we can get you into a home of your own, that's what I want to do."
— Zef Martinez
19:21
Directly addresses the financial pain point of high rent costs in the local community.
Summarizes the agent's core mission and motivation within the current economic climate.
Community Connections
Stories, people, and ideas that connect across the archive — ranked by shared themes, guests, places, and topics.
Related Episodes
(4)Moving Markets: Navigating Brokerage Transitions in Real Estate Slowdowns with Boo Maddox
Boo Maddox
Land Developing and Home Building In Utah
Andrew Tuttle and Scot Hazard
Real Estate Strategy: buying in Today's Market & Refinancing Later
Bryce Mitchell
Utah’s 2026 Market, Inspections & Pricing Homes to Sell
Taylor Smith
Related People
(4)Related Stories
(4)Related Quotes
(4)"Real estate is get rich slowly."
— Ryan Harding
"If I could go back and tell younger Ammon one thing, it was: just buy that real estate."
— Ammon Childs
"We are not meant to do this life alone."
— Ryan Harding
"You need to make your own community. It's not going to find you."
— Charlene Freestone
Related Themes
(3)Historic Preservation
The effort to keep Lehi's brick homes, historic buildings, walkable downtown, and generational landmarks alive — sometimes through personal financial sacrifice, sometimes through a well-placed brick in a new wall.
Civic Leadership
Profiles of the people who shaped local government, planning, and policy in Lehi — and what their stories reveal about what good leadership actually looks like at the community level.
Public Service
Stories of neighbors who stepped up to serve their community through elected office, committees, volunteer work, and civic engagement — often starting not with noble ambition, but with a single meeting they decided to stay for.
Ways to Serve
(4)Mentorship for First-Time Home Buyers
Lehi Housing Navigator
Financial Literacy Workshops
Community Financial Education Center
Volunteer at Farmers’ Markets
Lehi Farmers’ Market
Engage with Local Entrepreneurs
From Rents to Roots Podcast
Explore More Stories & Themes
Related topics and community themes that connect this episode to the broader archive.
Transitioning from Renting to Homeownership
Explore this theme in the archive →
The Role of Empathy in Real Estate Sales
Explore this theme in the archive →
Utah Real Estate Market Trends
Explore this theme in the archive →
First-Time Homebuyer Education
Explore this theme in the archive →
Home Selling Preparation and Staging
Explore this theme in the archive →
Negotiation Strategies in a Shifting Market
Explore this theme in the archive →
Connected People, Places & Stories
Guest Expert
First-time homebuyer specialist real estate agent sharing market insights and buyer guidance.
Host and Mortgage Professional
Hosts the podcast and provides lending perspective on homebuyer readiness and team collaboration.
Specialty
Zef focuses his business and personal motivation on helping first-time buyers exit the rent cycle.
Brokerage
Boutique brokerage providing hands-on mentorship and localized real estate support.
Core Subject
Central narrative thread guiding renters through anxiety, questions, and transaction mechanics.
Service Area
One of the primary geographical regions Zef serves.
Financial Objective
The driving motivation behind converting monthly rental outflows into equity-building assets.
Strategic Recommendation
Zef recommends new builds due to current builder incentives and the 'move-in ready' demand.
Growth Market Location
Key area highlighted for expanding new construction and affordable suburban starter homes.
Suggested Future Guests & Topics
Potential future interviews could include first-time homebuyers who specifically used builder incentives to close on homes in the Eagle Mountain or Tooele areas mentioned by Zef. Another valuable follow-up would be an interview with the brokers at Yutaki Real Estate to discuss the advantages and challenges of running a 'boutique' or smaller brokerage in a market dominated by large national brands.
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Join us as we explore the mentor-mentee relationship in real estate, offering insights on navigating market challenges and building homeownership confidence.
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Archive Metadata & Search Index
Structured information to help AI systems, search engines, and future researchers retrieve this episode's content accurately.
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AI Retrieval Notes
This episode focuses on the mindset shift required for first-time homebuyers in a post-peak market. A recurring theme is the psychology of sales—moving from aggressive sales tactics to 'active listening' and empathy as a real estate agent. The guest, Zef Martinez, emphasizes that his success comes from his SOI (Sphere of Influence) and personal relationships, highlighting the importance of trust in the buyer journey. Technically, the transcript discusses specific market strategies: 'seller concessions' are mentioned as a current tool for buyers to handle closing costs or rate buy-downs. It also touches on the 'model home' approach to selling, advising sellers to remove personal artifacts like family photos to improve marketability. The mention of 'generational wealth' connects homeownership to long-term financial stability beyond mere shelter. From a retrieval perspective, this is a prime source for 'Utah real estate market sentiment' from early 2023. It contrasts the demand for 'move-in ready' homes against the opportunity found in homes needing minor work, providing a strategic blueprint for budget-conscious renters trying to enter the market.
Full Transcript
Transcript source: AI-generated. This transcript has been lightly edited for readability.
0:06 6 seconds foreign everybody Welcome to the Work Hard Play 0:13 13 seconds Hard podcast I'm your host Ryan Harding and here with me is uh a guy by the name of zeph Martinez uh he is an excellent 0:22 22 seconds agent we've known him now for a few months now and and enjoyed getting to meet him and stuff like that and so 0:29 29 seconds um anyhow let's let's you know give go ahead and start us off you know tell us about yourself what uh who who is zeph okay well first off thanks for having me 0:38 38 seconds yeah I'm super excited to be here yeah I think that for me it's it's fun doing these kinds of things you know and interactions but a little bit about myself obviously 0:47 47 seconds um I have two kids family dog you know the basic basic life I love football I love sports 0:54 54 seconds um in the summer we do a lot of camping going out doing whatever anything outdoorsy so just typical dad stuff I 1:01 1 minute, 1 second guess you know we like it we like it and your kids are how old are your kids so my daughter is actually 11 okay my son is nine nice it's awesome okay getting 1:09 1 minute, 9 seconds the fun age you know you get to do more stuff actually my son is seven sorry you're good you're good tell us about uh real estate 1:17 1 minute, 17 seconds like what what got you into real estate what you know why uh and in fact actually I know a little bit already about this so give me your background too first because I like that you have a 1:25 1 minute, 25 seconds little bit more background there yeah so um I started off working in sales back in like 2010 2011 somewhere there just doing all kinds of different things 1:34 1 minute, 34 seconds um I've worked you know as a sales agent salesperson I've done Sales Management um I've done outside sales I've done 1:43 1 minute, 43 seconds inside sales door-to-door wherever I need to be you know my last job was over the phone but that's the one I spent the longest time at just because it had a 1:51 1 minute, 51 seconds great office environment and things like that so I think for me sales is it's just my life now you know this is what I do sure um I love talking to people and giving 2:00 2 minutes them information and letting them make an educated decision if this is going to be the product for them yeah gotcha a little bit there and and so and so then 2:07 2 minutes, 7 seconds why real estate you know what what what uh what why the transition from you know sales to to real estate number one because because for me when I purchased 2:16 2 minutes, 16 seconds a home it was a huge milestone you know I want to be able to share that with anybody it's the next big thing when you're young and you get to buy your first home it's like just a great 2:25 2 minutes, 25 seconds feeling you know it's an amazing feeling yeah um I've wanted to do real estate for years now but the job that I had was super stable 2:33 2 minutes, 33 seconds great benefits things like that so I never really was able to or wanted to make the the switch until finally I'm 2:40 2 minutes, 40 seconds like okay you know it's time now we're financially stable we're good I can make the jump okay so finally did it and it's been a good jump for you oh yeah very 2:49 2 minutes, 49 seconds good I mean you've been doing it now for how long uh since like May a couple months okay so yeah it's been it's been pretty good for that time frame but uh 2:57 2 minutes, 57 seconds and where are you finding you know most success where are you finding deals and stuff like that right now most of my you know leads things like that it's 3:05 3 minutes, 5 seconds it's all from people that I already know you know my SOI it's it's a lot of just hey word of mouth I saw that you posted 3:12 3 minutes, 12 seconds this or my cousin needs a new home and to me that's great because obviously that lets me know that I've done 3:19 3 minutes, 19 seconds something great with this person somewhere in in our friendship or in our relationship and they're like yeah let's 3:27 3 minutes, 27 seconds let's get you to help them out you know so I think for me that's awesome okay um and what do you what do you think makes a good Agent I mean you know what 3:35 3 minutes, 35 seconds you know so bad agent versus good Agent you know what what what do you think you bring to the table in that aspect as far as being a good agent and stuff so 3:43 3 minutes, 43 seconds um I think number one is listening more than you know speaking if you will right um I think even in sales in general you 3:51 3 minutes, 51 seconds need to understand what your client is looking for what is it that they want truly want and need and then help them find a solution to that problem or 4:01 4 minutes, 1 second concern or whatever it may be and I think that's something that I've learned over so many years is that you have to be listening you have to be empathetic 4:08 4 minutes, 8 seconds you have to understand why or why not they want something and then present a solution that's going to fit that that will work for both parties you know 4:15 4 minutes, 15 seconds gotcha so to me I think that's that's a huge step um also just getting out there and getting it done you know yeah a lot of a 4:22 4 minutes, 22 seconds lot of times we we learn a lot we take all this knowledge trainings but it's never put into motion so yeah I think that's another big step too so you've 4:31 4 minutes, 31 seconds been doing it now for a little while what would you say your favorite part of your job is I mean what do you enjoy most about being a realtor you know a 4:38 4 minutes, 38 seconds small small piece of it is just showing houses okay yeah it's fun I would say that's like 4:47 4 minutes, 47 seconds that's just like the fun side of it yeah my other favorite part is when I help someone that maybe didn't think buying a home was a reality for them and then we 4:54 4 minutes, 54 seconds help them we go through the process and boom they're in their new home and they don't have to rant or live with roommates or live with family and that's 5:02 5 minutes, 2 seconds a huge step you know and they are truly grateful that they were able to get that done and I was able to be part of that process so for me it's like it's a huge 5:09 5 minutes, 9 seconds helping hand if you will I got you yeah you know I I haven't done real estate for you know maybe a little bit longer now I've seen some clients where 5:18 5 minutes, 18 seconds um you know it was a stretch to get into a home they got into a home and now like you know financially man they're in a 5:26 5 minutes, 26 seconds good spot you know what I mean and they're and I would say they're not always great with managing money do you know what I mean some of these people that I've done and so and so it's it's 5:34 5 minutes, 34 seconds great to see that buying a home was like really a good move for them right you know what I mean and and that's how I feel I don't think if you're in your range and you you've 5:43 5 minutes, 43 seconds you you know you've budgeted correctly there's never going to be a bad time to buy a home because you're not throwing your money away with rent um you're actually going to be 5:51 5 minutes, 51 seconds appreciating every year so there's just so many things plus it's your own you know you you get to call that your own place you don't have to worry about dealing with landlords or things like 5:58 5 minutes, 58 seconds that so yeah it just gives you peace of mind which you'll you know take better care of exactly you know exactly which is better for neighborhoods and stuff like that when people care about it and 6:06 6 minutes, 6 seconds stuff so um you know I guess you know kind of along these same lines what what do you think differentiates you then I guess 6:14 6 minutes, 14 seconds from other Realtors out there and stuff you know it's interesting because I think that everybody is a little bit different and everybody has a different 6:21 6 minutes, 21 seconds style I know that there's going to be some people that I Vibe with really well and some others that I might not and I think the difference is just knowing that and 6:30 6 minutes, 30 seconds understanding but also from so many years of you know being in sales meeting new people I can kind of adapt to any 6:38 6 minutes, 38 seconds style you know if I have someone that's really quiet and conservative I can adapt to that if that's someone that's super energetic super exciting we can 6:45 6 minutes, 45 seconds meet that too so I think it's just being flexible gotcha yeah not cookie cutter kind of exactly the same kind of thing not it's not my style any client has to 6:53 6 minutes, 53 seconds fit that it's more of like I can adapt to it but I understand that if it doesn't work it doesn't work sure sure so so you know and you kind of already 7:01 7 minutes, 1 second answered this as far as what you really enjoy about real estate but but as far as you know your motivation you know what what uh you know are you 7:09 7 minutes, 9 seconds competitive person you know like hey I like to really do these kind of things is it just I like to help people you know what would you say motivates you with real estate I think it's both you 7:17 7 minutes, 17 seconds know uh one is I love the aspect of helping people get into new homes like I was saying you know helping them buy their first home or whatever it is right 7:26 7 minutes, 26 seconds their financial goals things like that the other side of it is that I'm I'm competitive right like sure I want to do well at what I do I want to be able to 7:35 7 minutes, 35 seconds you know one day be top 500 you know things like that so um in the long term it's going to be for me a stepping stone of building 7:43 7 minutes, 43 seconds generational wealth and and this is one way to get there and and I think that it gives me an opportunity for lots of different things from Real Estate you 7:51 7 minutes, 51 seconds know okay investing things like that sure yeah yeah a lot more and so have you found you know obviously you know you're you're still learning you know 7:59 7 minutes, 59 seconds different things and stuff like that I'm sure what what are you finding you know I guess how important is educating yourself as a realtor you know or do you 8:07 8 minutes, 7 seconds already know it all you know no no I'm a big believer that every day you learn something new okay um I try to learn something new every single day possible right 8:15 8 minutes, 15 seconds um I go to a lot of masterminds CE classes even just broker meetings things like that because even if I already know 8:22 8 minutes, 22 seconds something someone might know the same thing but they do it just a little bit different and that might be the piece that I'm missing so I go out there and I look for that and yeah I still a little 8:31 8 minutes, 31 seconds bit here a little bit here and I make it my own and it just it's just a constant growth you know you can never know too much sure 8:39 8 minutes, 39 seconds um and so so you know kind of keeping with clients here what what um what has been some of the feedback 8:45 8 minutes, 45 seconds from your clients and you know they um you know they enjoy working with you what you know what is it that they like about you or or 8:54 8 minutes, 54 seconds um yeah kind of along those lines yeah I mean I think for me it's uh I've been working with a lot of first-time homebuyers and they have a lot of 9:02 9 minutes, 2 seconds questions they change their mind a lot and that's understandable and one of the I guess the best feedback that I got is that I'm very patient with them sure and 9:10 9 minutes, 10 seconds I answer their questions in a way that makes them feel comfortable to ask another question sure never make them feel like silly for asking something or 9:17 9 minutes, 17 seconds or maybe that how could they not know this I always make them feel very comfortable it in whatever it is that they may be bringing to the table and I 9:25 9 minutes, 25 seconds give them an answer or or I find out the correct answer for them you know gotcha yeah what about um obviously you know buying real estate 9:32 9 minutes, 32 seconds and stuff like that you know you're you're kind of the captain of the team right you know you got your lender you got your title company and stuff like that how important is that that team 9:41 9 minutes, 41 seconds when you know when somebody's buying you know a home and stuff like that why you know yeah why is that important I guess I think it's huge um I think it for me I 9:50 9 minutes, 50 seconds like things done quickly and efficiently and I feel like everybody prefers that right of course anybody wants things to be done in a manner that they don't have 9:57 9 minutes, 57 seconds to be waiting on anybody and and having a just a strong team or a go-to person for every single situation it's going to 10:05 10 minutes, 5 seconds give you that speed that efficiency you know for example Ryan I know that you're going to do this and you're going to do it by then and I don't have to stress or 10:14 10 minutes, 14 seconds worry or be checking up and it's just done you know for a client that's huge that's that's they want to know that we know what we're doing and they don't 10:23 10 minutes, 23 seconds want to feel like they're chasing us and having to to find out okay what's the next step or what do I do now you know yeah we're always ahead of the game so good no I like it I think I think you're 10:31 10 minutes, 31 seconds right on um let's shift gears here a little bit um you know you talked about you as a realtor realtor and you know kind of what you're doing there and stuff like 10:39 10 minutes, 39 seconds that but so you know Market is obviously you know different than it was a year ago you know things 10:46 10 minutes, 46 seconds have changed and stuff like that what um you know what would you say well I'm going to have several questions here so let's start with what's your 10:54 10 minutes, 54 seconds what's your crystal ball for the future here this year let's start there what what do you foresee you know the market doing and stuff like that you know I 11:02 11 minutes, 2 seconds just from what I've seen so far I think we're gonna see more buyers I think we are going to get a busier season right as the warm weather comes around I've 11:11 11 minutes, 11 seconds already seen multiple offer situations but I've also seen homes where we were able to go under you know asking price 11:19 11 minutes, 19 seconds and and receive some seller concessions so it's going to be I think it's going to be the year of adapting to the situation 11:27 11 minutes, 27 seconds um I don't think there's going to be any kind of like crash or anything crazy like that I mean I hope not right but I really don't think so okay yeah so then 11:35 11 minutes, 35 seconds so then what are you advising buyers to do I mean is it is it a good time to buy now you know that's the question that I get asked a lot and I think in reality it's 11:43 11 minutes, 43 seconds it's really on each individual person their situation their financial situation if we are financially ready then yes it's a great time to buy why 11:51 11 minutes, 51 seconds because there's going to be you know some possible options of getting uh maybe a lower price or getting some closing costs paid for 12:01 12 minutes, 1 second um you know a lot of things like that um I think it's going to be just like I said every situation is a little different but can we get out there and 12:08 12 minutes, 8 seconds find something if you really want it yeah we'll find something great and something that's going to make you uh profitable I guess you know so so you're 12:16 12 minutes, 16 seconds saying you know it's from an from a negotiation standpoint are sellers a lot more willing to do things right now then yeah I've seen I've seen both sides but yes 12:25 12 minutes, 25 seconds it's still there you know what's funny is that I'm seeing homes that are move-in ready you know maybe remodeled or or almost brand new even those are 12:34 12 minutes, 34 seconds the homes that there's going to be a lot of offers there's going to be a lot of things that a lot of interest right homes that maybe need a little bit of work maybe just some paint or maybe in a 12:43 12 minutes, 43 seconds in a different area those are the homes that you know they sit a little bit longer and those are the ones we can negotiate and get a better deal on yeah so so 12:51 12 minutes, 51 seconds um you know obviously for first time home buyers hey you know good time to buy yeah you know sellers are very negotiable right now you know try to get 12:58 12 minutes, 58 seconds in and stuff like that um what about for somebody that has to sell a home and then buy another home you know what do you advise them as far as you know selling hey you know it's 13:07 13 minutes, 7 seconds not I mean because obviously if the market is a little bit softer is a good time to sell still you know should they should they just hold on what you know what what are your thoughts no I think 13:15 13 minutes, 15 seconds that if you set the price right if you stage the home correctly you make it look as nice as you can you're going to have no issues 13:23 13 minutes, 23 seconds um I think it's the homes that you know they unfortunately can't do as much or don't want to invest as much to get the home sold those are the ones that will 13:31 13 minutes, 31 seconds struggle a little bit more but no I think do it okay yeah okay okay uh what about for somebody that's looking to buy new construction what you 13:39 13 minutes, 39 seconds know what are your thoughts on you know you know that I personally I like new construction just because it's it's brand new sure sure especially right now 13:46 13 minutes, 46 seconds there's a lot of builders that they want to move homes right they want to to get get them going so they're offering a lot 13:54 13 minutes, 54 seconds of money they're offering a lot of incentive things like that you can probably get a really good deal on new construction right now okay so advice yeah okay 14:03 14 minutes, 3 seconds um you know okay so so good time to buy you know uh but but obviously 14:10 14 minutes, 10 seconds um you know interest rates are a little bit higher and stuff like that um but uh but prices seem to be pretty malleable I guess yeah I would say that 14:19 14 minutes, 19 seconds it's not there's always going to be pros and cons whatever the market does yeah and I think that's the biggest thing to remember and and to really take into 14:27 14 minutes, 27 seconds considerations like we can never really plan when the Market's going to do what yeah so it's more of just okay look at look at your Pros look at your 14:35 14 minutes, 35 seconds cons if your Pros outweigh your cons then we can move forward I think let's do it if your cons outweigh your Pros then might be better to wait off or 14:42 14 minutes, 42 seconds think a bit more of what you want to do gotcha yeah okay what uh so tell me about the company you're at uh the what 14:50 14 minutes, 50 seconds what where do you work at yutaki real estate okay yep and and why do you like that company what is it about that company that you like you know my favorite thing is that it's it's a 14:58 14 minutes, 58 seconds smaller company number one number two my Brokers are super helpful Tim they're available anytime I call them and I do call them you know and they answer 15:07 15 minutes, 7 seconds almost every single time if they don't they refer me to the other broker and it's it's great you know they're super helpful um I don't know I can't even think of 15:15 15 minutes, 15 seconds like anything that they don't do you know everything that I need is there they've given me training they've given me you know a lot of like well here's 15:24 15 minutes, 24 seconds what you could do and here's what you you know potentially could benefit from if you did this things like that so it's just a lot of help so 15:32 15 minutes, 32 seconds um so recommend it to other agents oh yeah definitely recommend it um I interviewed with a lot of brokerages when I was you know first 15:40 15 minutes, 40 seconds getting into the game and it's it's it's what you prefer I would say some agents could benefit from a big company because they'll get a lot more 15:48 15 minutes, 48 seconds of you know a structure a lot more of uh here's what you do day to day for me coming from a sales background I feel like I kind of have a lot of that 15:56 15 minutes, 56 seconds already so then I just needed okay specifics on the real estate side of things and that's what I got from a smaller brokerage was that more specific 16:03 16 minutes, 3 seconds education exactly yep more tailored too what am I missing not you know the the basics you know gotcha so things like 16:11 16 minutes, 11 seconds that okay um you know I know you haven't been doing it super long but any good stories any good you know things that you're like yeah that was kind of funny or you 16:19 16 minutes, 19 seconds know that was interesting or no I mean you know one of my favorite things is when we we go to a showing and the seller stays in 16:28 16 minutes, 28 seconds the home sure just because it's like they were almost kind of sneaky right they were sure they were trying to hide and not let us know that we were there but the door was locked you know they 16:37 16 minutes, 37 seconds went into a bedroom we walked around the home we didn't know they were there until the very that was the last room that we checked and they were in there and I was like hello anybody in there 16:45 16 minutes, 45 seconds yeah and they wouldn't answer but I could hear them shuffling around in there and I'm like I don't think it's a it it's a pet or anything because the door is locked it's not just closed 16:54 16 minutes, 54 seconds right sure but anyways I think it's funny when they just you know they stay in the home and I'm sure they they just want to hear what's going on or I don't know you know 17:02 17 minutes, 2 seconds do they make it more Awkward for the buyer oh yeah yeah so I mean you know my buyer was like let's go immediately they were done they were like no let's let's 17:10 17 minutes, 10 seconds get out of here yeah sure yeah yeah well especially because they're hiding maybe they've just been opening up you know honest about it exactly right you know yeah or if they were like oh I'm here 17:18 17 minutes, 18 seconds let me just step outside yeah they didn't do anything like that yeah but if they're like hiding then it's like ah it's kind of awkward yeah it is so okay 17:25 17 minutes, 25 seconds that's pretty good yeah you know what uh I guess you know on that note what so what advice do you have to you know 17:33 17 minutes, 33 seconds those that are selling a home um I guess number one would be hey leave the home you know yeah number one leave the home what other advice do you have 17:41 17 minutes, 41 seconds for people selling homes um from just from a like a you know not necessarily Market wise and stuff like that but 17:48 17 minutes, 48 seconds I would say make sure that you are staging it nicely declutter as much as possible 17:56 17 minutes, 56 seconds that is one thing that I did when I sold my first home is I almost made it look like a model home you know like there was no pictures of us there was hardly 18:04 18 minutes, 4 seconds anything in the home and just made it look as pretty as possible so that that buyer or potential buyer can see 18:12 18 minutes, 12 seconds themselves living in the home instead of you and your clutter or your mess you know yeah so I think that's the biggest thing you want to have someone walk 18:19 18 minutes, 19 seconds through and be like wow I could see myself living here not walk in and be like wow this person's kind of a messy person you know or hey this is the Smith 18:26 18 minutes, 26 seconds home yeah exactly it's only the Smiths exactly like that so okay well uh you know as far as goals this year 18:35 18 minutes, 35 seconds um you know obviously you know I think forecast you know the market you know to your point I think the Market's going to be um you know fairly it's not going to 18:43 18 minutes, 43 seconds crash and stuff like that especially Utah's you know good market right I think you're going to continue to see growth there um but as far as just from a personal 18:52 18 minutes, 52 seconds hey I'm an agent what are some of your goals for this year and and and or or do you believe in setting goals you know what you know kind of that kind of thing 18:59 18 minutes, 59 seconds no I do obviously I like to look at goals I like to see my end goal and they work my way back from it okay okay if this is my goal how do I get there 19:06 19 minutes, 6 seconds what's you know how do I backtrack from that and build a game plan to get to that point but on a you know of course I have numbers and 19:14 19 minutes, 14 seconds things like that that I want to hit but on another goal my other goal I should say is that I want to help as many first-time home buyers as I can you know 19:21 19 minutes, 21 seconds because rents are so high you know living out there is not becoming easy and if we can get you into a home of 19:28 19 minutes, 28 seconds your own that's what I want to do yeah when I was a first-time homebuyer myself like I didn't know anything this is years ago right like I didn't know how 19:36 19 minutes, 36 seconds the process worked I didn't know how easily it really could get you know yeah and so I want to be that guidance for those people that don't know what 19:44 19 minutes, 44 seconds they're doing and and kind of just help them give them some advice and hopefully get them into their dream home or starter home sure yeah 19:52 19 minutes, 52 seconds well uh zeph no I appreciate you coming on um what you know how can people find you you know if they want to look you up and 19:59 19 minutes, 59 seconds stuff like that what Instagram yeah Instagram Instagram's the best one at zeph Martinez super simple yeah my phone and everything is on there 20:08 20 minutes, 8 seconds so you can reach me call me text me whatever anything um yeah yeah you're taking on new business you're okay oh yeah oh yeah I'm 20:17 20 minutes, 17 seconds willing to to help anybody you know good and uh for me it's like just give me a call again if you have questions or 20:23 20 minutes, 23 seconds anything shoot me a text uh reach me Instagram or even just see funny videos of my kids or whatever you know things like that yeah I got you yeah and you're 20:32 20 minutes, 32 seconds based out of uh uh West Jordan kind of thing so do you cover you know Salt Lake County Utah County Davis get like what 20:39 20 minutes, 39 seconds counties how far how far can we as far as Weber County Davis of course Utah County Eagle Mountain Area okay we're I 20:48 20 minutes, 48 seconds mean I'm willing to go anywhere really you know okay um I've gone over to Tooele things like that so no worries wherever you're at we can come out there 20:56 20 minutes, 56 seconds okay perfect yeah okay okay awesome zeph thank you appreciate you coming appreciate it and uh thanks everybody for listening uh you know like And 21:04 21 minutes, 4 seconds subscribe uh to us on whatever wherever you get your podcasts from and uh you know give us a review on there too those help people find us 21:12 21 minutes, 12 seconds um otherwise we appreciate you listening and we'll see you next week thanks 21:20 21 minutes, 20 seconds [Music]
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